Before Scenarios
The prospect says, "We're still using spreadsheets and a few disconnected tools to manage HR."
"How does using spreadsheets impact your team" etc
The prospect recently doubled in size after an acquisition.
"What has changed the most about managing your people since the acquisition?" etc
Timesheet mistakes happen every few months.
"What happens when a time tracking error occurs?" etc
Prospect is looking to get out of spreadsheets
"It sounds like a centralized HR system could save your team time and eliminate the headaches of managing spreadsheets." etc
Prospect goes on a monologue about how hard it is to track everything for 46 people by herself
Response that dismisses pain/moves on to next question etc.
New hires complete paperwork manually on their first day.
"Walk me through your current onboarding process." etc
The company plans to hire 75 employees this year.
"How will that level of growth change the way your team operates?" etc
HR spends hours correcting employee records.
"What impact does that have on the work your team wishes they could be doing instead?" etc
"Based on what you've shared, it sounds like our ATS could help you simplify your hiring process and create a more consistent experience for your team." etc
NON MQL Closed Lost prospect tells SDR the company is planning on growing this year
Response that contains no discovery/tells company they will come back after they've grown, etc
Employees frequently ask HR about PTO balances.
"How much time does your team spend answering those requests today?"
The company is opening three new locations.
"What challenges do you expect as you expand into new locations?"
Turnover is causing constant backfilling of roles.
"What impact does that have on the work your team wishes they could be doing instead?" etc
Prospect is asking if you work with smaller companies and SDR is sensing that the prospect is worried Bamboo might be too big for them
"It sounds like you're looking for a solution that's built to support a smaller team without adding unnecessary complexity."etc
Prospect wants to look into software but is too swamped tackling all the time sheets for 100 people
SDR ends conversation and nurtures, etc
"We've just always done it this way."
"If you could redesign this process from scratch, what would you want it to look like?" etc
The organization is preparing for rapid international expansion.
What capabilities will your HR team need that you don't have today?"
Compliance tasks are tracked manually.
"What risks do you worry about with your current process?" etc
Prospect's HR dept uses four disconnected systems.
"Bringing your HR information into one system could eliminate duplicate work and improve accuracy across your team." etc
Nurtures/response with no discovery, etc